Elay Cohen is a former Salesforce executive who helped grow the company's revenue from $500 million to $3 billion. He founded SalesHood to share best practices for sales managers to inspire and train sales teams. Cohen explains that winning sales managers create monthly cadences for their teams focused on forecasting, skills development, contests, and celebrations. They also balance oversight of reps' customer activities with nurturing best practice sharing. Ongoing and relevant learning occurs through onboarding, huddles, mentoring and crowdsourcing strategies from reps.

1. #SalesSummit | @elaycohen

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How Winning Sales Managers Inspire
Sales Teams to Succeed

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Elay Cohen
Founder, CEO, and Author
Salesforce.com executive for 8 years, “top executive” in 2011
Senior Vice President Sales Productivity for 5+ years
Ran the teams that executed sales training, onboarding & deal support for
1000s of salespeople
Partnered with sales managers to scale best practice sharing resulting in
billions of dollars of revenue
VP Product Marketing & Senior Director, PRM for 2+ years
Created the 100M+ partner relationship product line
Published - April 2014

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We Created A Sales Productivity Machine
From $500M to $3B
Why were we so successful?
What contributed to our success?
What problems did we need to solve to grow?
Revenue and rep
productivity trend
line

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I became curious about how to apply the best practices to the sales
profession
Scale?Relevance? Metrics?

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Mission: Elevate the Sales Profession
sales·hood
'sales,hoǒd/
Noun
1. The state of sharing sales best practices. 2. A community where sales
people mentor each other. 3. Sales team engagement by sales managers.

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First Line Sales Managers Make It Happen
First Line
Sales
Managers
VALUES CADENCE
LEARNING EXECUTION

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Think Like A CEO and Act Like an Entrepreneur
Own outcomes
 Pipeline
 Revenue
 Customer success
 Skills & development
 Marketing programs

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Sales Values Are Key to Alignment
How would your sales teams describe your sales culture?
We create a common language over night with
our new sales values.

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Monthly Sales Team Calendar
Week 1: Kick Off & Forecast
Increase predictability
Week 2: Sales Huddle & Pipeline
Improve sales skills
Week 3: Sales Huddle & Contest
Share best practices
Week 4: Close & Celebrate
Energize the team
Winning Sales Managers Create Team Cadence

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Balance Best Practice Execution with Inspection
Focus rep on customer activity that matters
Nurture best practice sharing across the team

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Learning is Relevant, Ongoing & Immediately Usable
World-class
Onboarding
Pre-work, boot
camps &
coaching
Best Practice
Sharing
Crowdsource
deal strategies,
pitches &
proposals
Ongoing
Learning
Sales
Huddles,
1:1s,
mentors
1 2 3

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We cracked the code
Improve rep productivity
Reduce sales rep ramp time
Align marketing and sales
Accelerate forward pipeline
Forecast better
SalesHood Accelerates Sales Performance
Request to Join the SalesHood Platform

14. #SalesSummit | @elaycohen
Thank You